Cross-Cultural Negotiation

3 units

This course introduces students to and gives them practice with principle-based tools and techniques to reach agreements across varied cultures. Best practices from the most famous negotiators of ancient history (i.e., the Phoenicians) are studied and used as a methodology that includes the role of a third party in resolving conflict. The cross-cultural elements are based on multicultural experiences, research studies and the real-life experiences of the instructor. The course is highly interactive (about 70% of the course work). Participants learn through role plays and simulation as well as through readings and case-study analysis.